Solutions Engineer - Commercial (New Business)

About the role

Tailscale is seeking an experienced Commercial Solutions Engineer to partner with Sales in driving new business for Commercial customers. You will co-own a book of business with Account Executives, lead technical discovery and architecture design, and act as a trusted advisor to customers. This role blends deep networking and security expertise with strong sales acumen to win competitive deals, scale enablement, and influence product direction.

Responsibilities

• Partner with AEs to identify, qualify, and close new Commercial customer opportunities.
• Lead technical discovery, solution architecture, demos, and POCs to accelerate decision-making.
• Guide complex multi-stakeholder deals, aligning technical and business objectives.
• Provide structured feedback to shape product roadmap and GTM strategy.
• Build scalable enablement resources, demo environments, and solution blueprints for the SE team.

Requirements

• 4/5+ years in a customer-facing SE/SA role within networking or security software.
• Proven experience co-owning pipeline and influencing quota outcomes with Sales.
• Strong networking fundamentals (TCP/IP, DNS, routing, firewalls) and troubleshooting skills.
• Deep understanding of zero-trust networking, secure connectivity, and IAM integrations (SSO, SAML, OIDC).
• Understanding of AI gateway and governance platforms for centralized LLM access, usage visibility, and audit.
• Familiarity with privileged access management (PAM) including session recording, just-in-time access, and protocol-aware controls (e.g., Border0, CyberArk, Teleport).
• Experience with infrastructure as code tools such as Terraform, Pulumi, Ansible, or CloudFormation.
• Hands-on architecture experience with AWS, GCP, and/or Azure.
• Excellent communication skills, capable of translating technical features into business value.
• Experience thriving in high-growth or startup environments.

Pay

For this position, our pay ranges reflect target OTE (on target earnings), inclusive of base salary and variable compensation tied to the attainment of quarterly sales targets.

US Pay Range (OTE) $150,000—$200,000 USD

Benefits

• An inclusive, flexible environment where you can be your authentic self.
• A competitive total compensation package including base salary, equity incentive plan, and variable commission (for quota-based roles).
• Comprehensive group benefits with no waiting period (health, vision, dental, and more for you and your family).
• Remote-first company with virtual and in-person social events, and a corporate co-working program (e.g., WeWork).
• Employer-funded retirement contributions (dollar-for-dollar match up to 0.75% of eligible compensation).
• Annual company retreat, team off-sites, and support for in-person collaboration across Canada, the United States, the United Kingdom, and Singapore.
• $1500 USD annually for professional development, mentorship, coaching, and internal promotion opportunities.
• Flexible, paid time off program for any situation.
• Build-your-own home office setup: company-owned laptop (Mac or PC), monthly home internet reimbursement, and $500 USD to customize your workstation.
• Paid parental leave program (20 weeks for birthing parents, 16 weeks for non-birthing parents).